The U.S. negotiators' hard-line positions conform closely to the interests of these nominally American corporations.
Wise negotiators work hard to demonstrate their trustworthiness and sense of fairness to the other side through their actions during, before, and after the negotiated agreement.
When negotiators work hard to cultivate good alternatives, they may feel as if they wasted their time and money if they don't have to turn to their BATNA.
Analysts noted, however, that North Korean negotiators bargained hard with American diplomats last year on the export of missiles and missile technology, demanding aid equivalent to North Korea's earnings from sales abroad, mainly to Middle Eastern countries.
Kushner's compromised position as a negotiator is "hard to ignore," said one U.S. official.
In 2008, the media unfairly characterized SAG's Membership First negotiators as "hard-liners," which was not only inaccurate, but, sadly, indicative of the depths to which people's expectations have sunk.
In principled negotiation, negotiators look beyond such hard-and-fast positions to try to identify underlying interests their basic needs, wants, and motivations.
American negotiators here had pushed hard to get developing countries, including emerging economic giants like China and India, to agree to seek cuts while retaining flexibility on how to make them.
Carly Fiorina tried to extend her surge in the polls Sunday, portraying herself in a television interview as a tough negotiator and hard-nosed manager willing to winnow government inefficiency and bureaucracy.
If valuation really is the sticking point, then Lucent's negotiators should swallow hard and go back to the negotiating table, because they need this deal more than Alcatel does.
